This is yet another important point you’ve made! And, like most important items, it has a universal application not limited to sales.
Somewhat related story: When I was a green (oh-so-green!) insurance rep, we used “orphan leads” to get appointments: “orphans” were policy-holders whose agent had left the company. It was not uncommon when approaching these folks to get some anger about their absent agent — what a jerk he was — and they thus attributed his failings to all of us. My manager gave me the following response to use: “We really hate to hear that you had that experience and that’s exactly why we wanted to contact you; nobody should have had that experience.”
Then, he suggested some salesman’s puffery. The manager said, “Let ’em vent a little more. Then ask, ‘What would you do to someone like that if they worked for you?’ Whatever they say, your answer is, ‘That’s exactly what we did.’
I’m not suggesting the exact use of that — esp. if it’s a lie — but the general tack usually resulted in an appointment.
Thanks again for a good video! BTW, I really like the graphics at the start — cool!
Russ: That’s a similar approach as the “turn objections into objectives” technique. Whatever the objection, your job as a sales rep is to make sure that doesn’t happen again. The last part of “that’s exactly what we did” could be a little dishonest, but if it’s the truth it’s a great approach.
Thanks so much for your comments. I’ll pass the graphics compliment on to my videographer, Jacob. He does a great job!!
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